David Mullins is a sports psychologist who develops world champions in mixed martial arts, football, rugby and other sports. Hr explains the importance of learning to accept what you can and can't control, be clear about the objective when you show, which is to be present and perform at your best, in the moment. Distractions like a winning a contract or promotion, the hope for the trappings of success in the future, can get your mind out of the fight where it needs to be, resulting in a losing performance,

David explores the importance of concentrating on the fundamentals, the boring basics. We dig into the power of fair, relevant and accurate self-talk. He spotlights how we often lower our goals in the face of adversity instead of giving yourself the advice you need to hear to rise above it, and why we need to keep fighting from every angle even when we're down.

We draw some important parallels with selling. Improvement is a process. You have to let your ego suffer, to have the patience to start out bad, refine your skills, and grow over time. Putting the hours in is not enough. Without deliberate, intentional practice you will stay stuck and never meet your full potential.

Teach once, learn twice is a powerful way to learn. Study your competition. Read around your discipline. Reflect regularly. And accept that your plan may not survive contact with your prospect. If you've put the intentional effort in, you'll be more ready to adapt. The best fighters practice counters to their rivals counter moves. Sellers must do the same.

Contact David by hunting him down!

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